“Offer Algebra” for Tax Professionals

One of the main reasons I even got into the tax business in the first place is because I did not want to do a “sales job.”

  • Sales?  Ewww!  Gross. 
  • Also, scary.  So much rejection!  “They’re all gonna laugh at you”!!!

You may recognize my “logic,” it went something like this:

“Tax preparation sells itself.  The government forces people do their taxes.  People can’t do their own taxes.  So they come to us looking for help.  And then we help them.  No selling needed!”

This approach actually worked quite well for me, for quite a while.

Because my Dad, my Uncle, and the other Pronto Income Tax Teammates who came before me had already built up a business with thousands of returning clients. 

I really didn’t have to “sell.” 

I sat down in the desk and I started helping the already “pre-sold” returning clients the best I could, and that kept me plenty busy.

But, like many people who work in a family business, after a while I started to feel a bit…insecure, thinking that my success was not really due to my actions.

Maybe I didn’t hit a triple, I was just born on third base?  🙂 

So, I decided to start up my own offices, from scratch, in new areas of town, with no clients.  That way, nobody could say I’m only successful because of “Daddy”! 

And THAT’S when I saw, fast, that my “logic” about “I don’t like to do sales, tax preparation sells itself,” etc. was going to lead to me going bankrupt PRONTO.

Since I didn’t especially want to lose my entire life savings PRONTO, I reluctantly “got serious” about learning how to sell tax services.

One of my favorite sales trainers became Ryan Stewman, a.k.a. “Hardcore Closer.”

In my eyes, Ryan’s a great resource for anyone looking to learn how to sell, but I also realize & respect that he’s “not everyone’s cup of tea,” as the saying goes.  He had a rough childhood, used to be a drug dealer, has a lot of tattoos, went to prison, then reformed his life and became a multi-millionaire, social media influencer, coach, author, etc.

At any rate, I ran across a social media post of Ryan’s recently that I wanted to share with you, in case this will help you in growing your own tax career success:

What’s “X” and what’s “Y” for your clients?

Can express your “offer” in these simple and specific terms, instead of the usual “I can do your taxes” generalized offer that every client has heard a million times?

Crafting a compelling offer is such an important part of effective selling.

I have found that most tax pros flat-out will not do this kind (or any other kind) of “offer algebra.”  I guess a lot of people think it’s some kind of “woo woo” theory or something…something that only “salespeople” need to do 🤣

Which is why those tax pros who do create compelling “offer algebra” equations see such success–as long as we also fulfill our offer “promise” with service that actually does the job, of course!

Point here being:

  • If you haven’t spelled out the offer algebra for your clients, NOW (or sometime VERY soon) a great time to try this method.
  • Or, if you’ve done this exercise before, maybe it’s time for an update.

Our offer algebra at Pronto Tax School, Inc. is this:

Get all the training and support you need to succeed as a tax professional without paying a lot of money, getting locked into any contracts, nor being bored silly.

We plan to stick with that same “offer algebra” for the foreseeable future.

If you are interested in either starting a tax preparation business, or growing one that you have, then you might be interested in our “Start & Grow Your Tax Business” Program we offer several times a year. If you would like to learn more about this live weekly course, we offer a FREE introductory webinar that will give you a broad overview of the actual course including;

  • Step-by-step process, exactly what you need to know to start and grow a tax preparation business
  • Advice from experienced tax professionals
  • Questions/Answers about starting a tax business from experts who have done it themselves

During this webinar you can ask questions about the program or anything discussed within the webinar through the text chat. Our Pronto Team of Experts will be monitoring and answering your questions live.

The Start and Grow Your Tax Business Webinar will be July 16th and is presented by Andy Frye and Glen Wielandt. For more information about the webinar and to register, please click here

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Let's Make Sure We Direct You to the Right
Training for Your Needs!

Please click the button below for your primary tax credential.

Not sure which credential applies to your situation?  Click here to reach our support team and we'll help you decide.